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North America Business Leader ( Electricity & Water)

Company: Honeywell
Location: Houston
Posted on: November 22, 2021

Job Description:

ROLE Summary

At Honeywell Regional Business Leaders (RBLs) are value creation drivers who lead the organization and prepare it for sustained future growth. RBLs are responsible for strategic growth of the business in the region and full ownership of the growth plan and actions to achieve Annual Operating Plan (AOP). To enable success, a RBLs creates strategy & translates those priorities into operational reality, drives organic & inorganic growth, as well as productivity through rigorous financial management. To meet or exceed these objectives and goals, the BL leads and/or influences diverse cross-functional teams to optimal performance through strong employee engagement, talent management, operations oversight, and being the lead champion of customer relationships.

The RBL is the point person for customer facing activities. The RBL must manage Sales Operations and effectively interface with Supply Chain Operations. The RBL must build, develop and maintain the NAR sales force and develop a pipeline of successor sales professionals and managers.

The RBL is responsible and accountable to develop and maintain good relations with key global functional representatives from Offering Management, Solution Architects, Quality, R&D, Operations, Legal and HR.

Key Responsibilities

Strategy Creation/ Deployment: Develop long term strategy for business - define and deliver the vision and strategic commercialization to guide the business to capture the market growth opportunity. Define the business roadmap, transformation/breakthrough strategies, product portfolio priorities, channel strategy and channel management activities as well as the competitive landscape. Analysis of market drivers, analysis of systemic information and consideration of resources, market drivers, organizational values, and emerging economic, technological and regulatory conditions. Translates strategic priorities into operational reality. Puts actions, plans & measures in place to ensure advancement of the strategy that yields measurable and sustainable results. Communicate strategy & vision of the business including clear priorities & objectives. Localize global strategy for region/country.

People Leadership: Lead and direct diverse team of direct sales managers and work closely with Key Account Managers in the region and plan to maintain and develop talents to implement strategy. Build strong succession plan with a +1 successor for each sales role. Continuously monitor performance of the team and support them by removing roadblocks for performance align with the annual targets.

Customer Ownership: Owning the relationship with the customer, understanding their challenges & partnering with customer to drive co-creation, personally selling to top customers - be the top sales agent for the business, growing the market share, increasing customer base, understanding customer strategies to match solutions to them. Maintain or achieve a leading position in each vertical and geographical market with an appropriate offering, pricing and channel strategy. Improve NPS through customer experience, customer & product support, digital customer experience.

Growth (organic/innovation): Lead Zero to One process for innovating new offerings (Z21), Offering/Product Management & R&D to ensure robust plans for new offerings & offering replacement; design for X. Ideates and launches new BTIs. NPIs - EPAC ownership, NPI vitality, NPI pipeline to development & commercialization. Ensure products are fully prepared for market intro, including compliance with all applicable regulations.

Commercial Ownership: Definition, rollout and execution of the Sales Strategy, including sales plans on specific segments or solutions and quota. High functioning sales team through driving SBI outcomes (sales pipeline conversion, quota attainment). Optimize the sales organization and processes, as well as synthesizing intelligence on customers and competitors. Drive development & execution of pricing strategy. Identify and develop new business opportunities both in terms of market/territory coverage (sales resource deployment), product portfolio and go-to-market plans to ensure rapid and profitable business growth.

Top 3 competencies for success

Strategic Mindset

Sees ahead to future possibilities and translates them into breakthrough strategies. For example, clearly leverages the organization's key differentiators, incorporating them into a solid long-term strategy. Is highly alert to the future, analyzing multiple scenarios to equip the organization to address change, tackle challenges, and shape new possibilities.

Customer Focus

Builds strong customer relationships and delivers customer centric solutions. For example, uses customer feedback and data to drive continuous improvement; creates an environment in which team members feel a strong sense of ownership and accountability toward creating the best possible customer experience.

Drives Results

Consistently achieves results, even under tough circumstances. For example, fosters organization-wide enthusiasm to surmount obstacles; inspires people to achieve results, even when the path ahead is difficult. Champions a results-focused culture focused on meaningful tasks and energetic action.

Professional Experience/Qualifications

The successful candidate will have a minimum of 15 years' experience in strategic management and leadership across company functions directing substantial resources over long-time frames Leading global and cross functional teams Navigated a matrix organization and delivered results through matrix reports.

Required Qualifications

-- Bachelor's Degree

-- 5+ Year General Manager/Business Leader experience is required

-- 5+ Year's exposure to solutions, software, and product-based business.

-- 5+ Year's domain experience in Sales. Well-rounded understanding of managing the sales process. Must have the ability to not only direct the sales team, but also directly work with customers and to establish strong relationships with key accounts.

-- 10+ years' experience leading people

Preferred Qualifications

-- Business model experience in services, recurring revenue, and aftermarket industries. Some exposure to software-as-a-service is a plus.

-- Experience with software-based products is ideal.

-- Leading global and cross-functional teams.

-- Navigated a matrix organization and delivered results through matrix reports.

-- Experience in Utility industry.

Critical Skills

-- Strategy Planning

-- Go to Market Strategy and Value Proposition

-- Coaching / Talent Development

-- Customer Intimacy - call on customers, establish strong relationships with key accounts

Additional Information

JOB ID: req311393

Category: Sales

Location: 208 South Rogers Lane,Raleigh,North Carolina,27610,United States


Honeywell is an equal opportunity employer. Qualified applicants will be considered without regard to age, race, creed, color, national origin, ancestry, marital status, affectional or sexual orientation, gender identity or expression, disability, nationality, sex, religion, or veteran status.

Keywords: Honeywell, Houston , North America Business Leader ( Electricity & Water), Other , Houston, Texas

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